(gentle music) >> Good afternoon, cloud community and welcome back to fabulous Las Vegas, Nevada. We are at AWS re:Invent. It's our fourth day, it's in the afternoon. We've got two more segments left. This is a serious marathon, but it's so exciting, it's kept my brain super curious. I'm Savannah Peterson, joined by Paul Gillan today. Paul- >> Hello Savannah. >> Are you as excited about how much we've learned this week as I am? >> I am. It's just taking, my mind is just bursting with all the new information I've absorbed over the last three days. Amazing talking to all these smart people. >> It has really been so cool. >> And learning about all the permutations that we to think about cloud but there are so many businesses that have been built around the cloud, around making the cloud easier to use, supporting cloud as our next guest can talk about, that there's this whole ecosystem element that we don't hear about so much, but it's very much the foundation of the people who are here. >> Speaking of ecosystem, our next guest, please welcome Garrett to the show. Runs Ecosystem for Console Connect. How you doing Eric? >> I'm doing very well. >> Savannah: Garrett, sorry. Excuse me. >> No worries. >> Few names on the show today. >> Garrett: I'm sure. >> I do know your name, my mouth just doesn't want to, just doesn't want to participate today. Have you had a great show so far? >> It's been fantastic. You know, the AWS re:Invent show has always been a fantastic event, so. >> You're a veteran. You're also a CUBE alumni, which is great. >> Yes. Thank you for having me back. Thank you for your time. I most appreciated it. >> Yeah. We love having you. It's going to be great. We'll, we'll try and do even better each time we have you on the show. So just in case those listening are unfamiliar with Console Connect, give us the pitch. >> Okay, so Console Connect is our software defined interconnect platform. We also provide what we call network as a service. This allows our customers and partners to take advantage of our global private network on a pay as you go basis. Scalable and flexible. When you're not using the service, you can turn it off. So you only pay as you go. >> What a novel idea. >> Yes, yes. In the past you would have to have a year or multi-year contract. So we're making our services match cloud offerings around the world. The platform itself is in more than a thousand data centers all around the globe. >> Savannah: Just a couple. >> Yes, just a few. We have about 45 terabits of network behind it. It's all on our private network, so none of it's accessible via the public internet and we have a meeting place which allows our existing customers and partners to reach out across the platform and share services. So one customer needs to subscribe to another customer services, they can do so right across the platform on a pay as to go basis. So it's been very exciting for us. It's been very fast, it seems to me, for the past five or six years that we've had the service. >> At what point in their cloud journey do customers typically realize they need a service like yours? If the bandwidth they're getting, their native bandwidth they're getting is insufficient. >> Yeah, and I think that's a great question. I think the customers themselves have seen a serious disconnect between their direct connections to the cloud service providers where the cloud service providers are billing by the minute. And a traditional telecommunications connection is built by the year or multi years and then you really lose control over your cloud connection when you forget about it, right? Because service is always up. The connection's always up. >> Yeah. >> And a lot of individuals in a company may have access to the cloud, that cloud service, provider service. And next thing you know, you have a runaway group of services that are running that you're paying for and you don't really realize it 'cause the connection's up, you've already paid the connection the cloud service is up, you've already paid for it. >> So how do businesses get better control over that spend or how do you help them? >> Yeah, so how we help them is our service is able to be turned off when it's not in use. So in the event that you don't need the service over a weekend or over a month, you can just turn it off and you're not paying for that. >> It sounds so simple but it actually is kind of revolutionary in the industry which is why I keep coming back to it. It's great. So we've heard a lot about hybrid cloud, multicloud. How is this increasing the complexity for customers? >> Well I think the complexity for customers has increased due to the fact that you have a multicloud requirement or you have multiple teams accessing your cloud service provider and there's no one really managing it from a central perspective. >> Savannah: They can definitely get siloed really easy. >> Yeah, and then it runs away from you and the next thing you know, you start to look at the monthly bills. But generally that happens on an annual basis. If any companies like mine, you're doing your annual reconciliation of your bills and that's when you notice something's not right. >> Yeah, definitely. I can actually see a Slack message I got once, multiple times probably. Is anyone using this service? Why does it cost us that? That's exactly what you're talking about. >> Do you integrate with the Amazon Management Console or is it a separate service? >> It's, our service is a separate service. We are APId in with AWS. You do have a single console from our platform to manage your connections to the cloud. And then once you are connected in, you would still need to use the AWS console to manage your service. They're very, let's just say no one is offering a remote console third party console yet for AWS or any other cloud service for that matter. >> How about for hybrid cloud is obviously the way, you know, the way the industry is going. How do you enable companies to manage their hybrid cloud environments more intelligently? >> Yeah, and that's another great question. We allow that, you know, we're a global company. We have global access around the world. It includes not only traditional telecommunication services but also includes satellite service as well as 5G and LTE capability to the platform. So in the event that someone is in a hyper cloud situation, they have a lot of capability to enable their services. >> You talked about network as a service, and I, we haven't had a chance to dig into it. So tell me a little bit more. How does, how can this help reduce egress charges? How, are people excited when they hear network as a service? Where are we off at on that hype curve? >> Yeah, I think it's low on the excitement scale. >> Savannah: Yeah. >> You know, network has become somewhat of a commodity in the world, like electricity or water, you know, for the most of the world. And so network as a service, what it has enabled is it has enabled the customers more control over what they're doing. 'Cause in the past, you would need weeks, if not months to get services installed. And then if you needed to make a change to that service to increase it or decrease it in accordance to your requirements, that might take a couple of days at the soonest and you know, the Console Connect platform now changed that down to a few minutes. So within a few minutes, you can enable services, turn it up, turn it down, scale up, scale down. >> Savannah: Talk about time to value. >> There's no equipment installation required? >> No, it is our private network and so there must be a direct connection to it. It's not available over the public internet. Generally, a customer will connect to us via a cross connect at a data center or they can bring in a local loop. Or our existing customers, we just flip a little switch, so to speak, software wise, and we give them access to the platform from their existing services. >> Do you work with co-location interconnects as well? >> Exactly, yes. And in fact, you can purchase those services across our platform with a lot of the co-location service providers. >> So if I'm already using a co-lo, I can deploy your service directly from that co-lo. >> Yes. Yes. >> That's very convenient. >> That is very convenient. (laughs) >> You also mentioned the ability interconnect between customers. So your customers can actually connect to each other and conduct transactions or integrate their applications. Talk about how that works. >> Yeah, so for instance, let's say you are a customer that's taking advantage of our platform and you find your network is under a DDoS attack. You can go into our meeting place, connect to one of our cloud service providers who specializes in DDoS mitigation, spin up a connection to them within a few minutes, and immediately, you can start taking care of your DDoS problem. And once it's taken care of, you turn it down. Now those types of services that are subscription based are via API into our platform so we can settle the bill for our customer on behalf of that service provider or the service provider themselves can bill that customer depending on how they want to set it up. So it's very flexible. >> It's really clever, too. I mean, especially in an instance like you just mentioned in that example, that's a moment of panic and high stress and high tension. The last thing you want to be thinking about is what's the right service provider? How quickly can I get this up and running? If I can just couple clicks, couple lines of code perhaps, or even just through the portal, be able to do it, it's pretty powerful. You mentioned that Console Connect, and I want to talk about this 'cause it's clear you care about the user experience, the community and Console Connect came out of LinkedIn DNA and you mentioned there's a social component to the platform as well. Can you tell me a little bit more about that? >> Yes, thank you for that. Yeah, so you can, as a customer or a partner, you can market directly to others on the platform using our meeting place. And you have the ability to reach out directly to people across the platform, send them a message. You have the ability to post articles, blog in one of our sections. And then the other one, you can actually go in and see all the latest activity in the platform. You can see who's the newest companies to join Console Connect. >> Savannah: Oh wow, cool. >> How do I reach out to them? And then that gives you the ability to begin either marketing across the platform or direct marketing to someone or directly just reach out and connect with them and say hey, we want to set a bilateral partnership with you. You know, how do we do that? So it's very flexible. >> Savannah: Yeah. >> Can I connect my systems to others? So if I want to plug into their eCommerce system so I can fulfill orders taken through their eCommerce system, can I enable that kind of connection? >> Oh, we're not there yet. It is coming, but we're just not there yet. >> What are the complexities? >> A lot of that is a trust issue. >> Yeah. >> You know, when you're dealing with across the globe, there are regulations in every location that must be adhered to. A lot of that is security and privacy related. And we must make sure that we are adhering to all the local regulations wherever we are. >> So it's not the technology, it's a problem, really. It's the- >> It's a regulatory issue, yeah. So the technology is there and I would say that the rest is following, it's just, it's slow when you're dealing with permits and with compliance. >> I also want to ask you, our notes here mention egress charges, which are a niggling pain point for a lot of customers. They have to pay to get their data of the cloud. How do you help with that problem? >> So how we help with this is first, we get a discount from our partners, our cloud partners, including AWS, and we pass that on to the customers. The other way is you have a full visibility of which connections you have live into those partners and you can manage that much easier through the single, I would say view. Of all of your connections. >> Savannah: Yeah. >> You can see all of your cloud connections right in the one view. And then you can do a little more digging and say are we using these, you know? Because a lot of times, you have projects that spin up and then someone forgets to spin them back down. So this helps give you that single view. But again, we get the discount that we are happy to pass on as well. >> Which is a win-win for everyone. I've using a tab analogy all show, we all we want it in one place, one tab, not all the tabs. >> Yes. I think network management and service management in any enterprise or partnership company is a real drain on resources. >> Oh yeah. And it's a waste of money. >> Garrett: Yeah. And if you're not managing correctly, yeah, you get the thing on the money. >> Are you an alternative to the direct connect services from the major cloud providers or are you a compliment to them? >> We're not competing with them, we're partnered. And so we don't see ourselves as an alternative. A lot of times, our customers come to us and they want to direct connect in a location where perhaps AWS isn't. >> Paul: Doesn't have a point of presence. >> Exactly. Right. We give them that flexibility of, yes you can directly connect here. And then the other approach that we like to take is we like to give our customers the choice of not only data center, but also region. So a lot of times egress charges are can be calculated across regions as well and that can really add up for our customer. Whereas if you have multiple egress locations, you're not transferring data across a region on the AWS platform or another cloud service platform. You can egress at that location and then take it across your own network or take it across our network and then your egress charges will be more reasonable. >> That's, it's convenient. Smart! You're making people's jobs optimized and easier as well as their stack and all the tools that they're using. It's fantastic. All right Garrett, we've got a new challenge here on theCUBE at re:Invent. >> Garrett: All right. >> It's probably different from the last time you were on theCUBE. We're looking for your 30 second hot take, your thought leadership moment. What's the biggest theme coming out of the show or for you as we look into 2023? >> Well, for in 30 seconds- >> Savannah: Yeah, casual, right? >> No pressure. >> Savannah: No big deal. >> No, so with Console Connect, you know, we are around the globe. I know that a lot of companies at AWS are, some are regional, some are global. And we have the ability to cover both. We can do either regional or global or a hybrid of those. We also have a hybrid approach on different types of services. And so the flexibility, scalability, reliability, and the lowered cost of egress with Console Connect is a win all around. You can't lose with it. >> I love it. You're meeting customers where they are. Garrett, it was fantastic to have you back on theCUBE. We look forward to your third cameo. >> Thank you very much. I appreciate your time. Thank you for having Console Connect on. >> Hey, absolutely. We look forward to continuing to watch and hopefully tell that story as well. And thank all of you for tuning in to day four of AWS's re:Invent coverage in Las Vegas, Nevada. I'm starting to forget my own name. I am with Paul Gilland. I'm Savannah Peterson. This is theCUBE. We are the leading source for high tech coverage. (gentle music)

(upbeat music) >> Welcome back to Las Vegas everybody. You're watching theCUBE coverage of AWS reinvent 2021. I tell you this place is packed. It's quite amazing here, over 20,000 people, I'd say it's closer to 25, maybe 27,000, and it's whole overflow, lots going on in the evenings. It's quite remarkable and we're really happy to be part of this. Jay Turner is here, he's the Vice President of Development and Operations, at PCCW Global. He's joined by Garrett Lowell, Vice President of Ecosystem Partnerships for the Americas at PCCW Global. Guys, welcome to theCUBE. Thanks for coming on. >> Thank you. >> Thank you so much. Jay, maybe you could take us through, for those people who aren't familiar with your company, what do you guys do, what are you all about? >> PCCW Global is the international operating wing of Hong Kong telecom. If it's outside of Hong Kong, it's our network. We've got about 695,000 kilometers of diverse cable, we've got about 43, 44 terabit of capacity came into business in 2005, if my brain is serving me correctly right now. We have a very diverse and vast portfolio ranging all the way from satellite teleports, all the way to IP transit. We're a Tier 1 service provider from that perspective as well. We do one of everything when it comes to networking and that's really, what was the basis of Console Connect, was inventing a platform to really enable our users to capitalize on our network and our assets. >> Okay. 2005, obviously you predated Cloud, you laid a bunch of fibers struck it in the ocean, I mean, global networks. There was a big trend to do that you had to think, you had to go bigger, go home in that business, (laughing) all right. Console Connect is your platform, is that right? >> Jay: Yes. >> So explain- >> Yeah, sorry, Console Connect is a software defined interconnection platform. We built a user self-service portal. Users can allocate ports, they get the LOAs issued to them directly from the platform. And then once they've got an active port or they've come in via one of our partnerships, they can then provision connectivity across our platform. That may be extending to their data centers or extending to their branch office, or it could be building a circuit into the Cloud via direct connect, could be building a circuit into an internet exchange. All of those circuits are going to be across that 685,000 kilometers of diverse fiber rather than going across the public internet. >> When you started, it took some time obviously to build out that infrastructure and then the Cloud came into play, but it was still early days, but it sounds like you're taking the AWS Cloud model and applying that to your business, eliminate all that undifferentiated heavy lifting, if you will, like the visioning in management. >> Yeah, we've heard many people, and that's kind of the impetus of this was, I want to be directly connected to my end point. And how do I do that? AWS, yes, they had direct connect, but figuring out how to do that as an enterprise was challenging. So we said, hey, we'll automate that for you. Just tell us what region you want to connect to. And we'll do all the heavy lifting and we'll just hand you back a villain tag. You're good to go. So it's a classic case, okay. AWS has direct connect. People will go, oh, that's directly competitive, but it's now you're adding value on top of that. Right? >> Yeah. >> Describe where you fit, Garrett, inside of the AWS ecosystem. You look around this hall and it's just a huge growing ecosystem, where you fit inside of that ecosystem and then your ecosystem. What's that like? >> Where we fit into the AWS ecosystem, as Jay alluded to, we're adding value to our partners and customers where they can come in, not only are they able to access the AWS platform as well as other Cloud platforms, but they're also able to access each other. We have a marketplace in our platform, which allows our customers and partners to put a description of their services on the marketplace and advertise their capabilities out to the rest of the ecosystem of PCCW Global and Console Connect. >> And you're doing that inside of AWS, is that right or at least in part? >> No, that's not inside of AWS. >> So your platform is your platform. >> Yes. >> Your relationship with AWS is to superpower direct connect. Is that right or? >> So we're directly connected to AWS throughout the globe. And this allows our customers and partners to be able to utilize not only the PCCW global network, but also to expand that capability to the AWS platform in Cloud. >> So wherever there's a Cloud, you plug into it, okay? >> Garrett: That's correct. >> Jay: Yeah. And then another advantage, the customer, obviously doesn't have to be directly co-located with AWS. They don't have to be in the same geographical region. If for some reason you need to be connected to U.S. west, but you're in Frankfurt, fine, we'll back all the traffic for you. >> Dave: Does that happen a lot? >> It actually does. >> How come? What's the use case there. >> Global diversity is certainly one of them just being able to have multiple footprints. But the other thing that we're seeing more of late is these Cloud-based companies are beginning to be attracted to where their customers are located. So they'll start seeing these packets of views and they'll go, well, we're going to go into that region as well, stand up a VPC there. We want our customers then being able to directly connect to that asset that's closest to them. And then still be able to back call that traffic if necessary or take it wherever. >> What's the big macro trends in your business? Broadly you see cost per bit coming down, you see data consumption and usage going through the roof. How does that affect you? What are some of the big trends that you see? >> I think one of the biggest ones and one that we targeted with Console Connect, we were hearing a lot of customers going, the world's changing so dynamically. We don't know how to do a one-year forecast of bandwidth, much less a three-year, which is what a lot of contracts are asking us for. So we said, hey, how about one day? Can you do one day? (Dave laughs) Because that's what our granularity is. We allow for anything from one day up to three years right now, and then even within that term, we're dynamic. If something happens, if suddenly some product goes through the roof and you've suddenly got a spike in traffic, if a ship drags its anchor through a sub sea cable, and suddenly you're having to pivot, you just come into the platform, you click a couple of buttons, 20 seconds later, we've modified your bandwidth for you or we've provisioned a new circuit for you, we've got your backup going, whatever. Really at the end of the day, it's the customer paying for their network, so the customer should be the one making those decisions. >> How's that affect pricing? I presume or so, I can have one day to a three-year term, for example if I commit to three years, I get a better deal. Is that right, or? >> You do, but at the end of the day, it's actually pretty much a moderate, a better deal. We don't want to force the hand of the customer. If you signed a 12 month contract with us, we're going to give you a 3% discount. >> So it's not really, that's not a motivation to do it. It's just (indistinct) reduce the transaction complexity. And that's why you will sign up for a longer term not to get the big discount. >> Correct. And then, like I said, even within a longer contract, we're still going to allow you to flex and flow and modify if you need to, because it's your network. >> What kind of constraints do you put on that? Do I have to commit to a flow? And then everything above that is, I can flex up. Is that how it works? >> Yeah. >> Okay. And then, the more I commit to, the better the deal is, or not necessarily? >> No, it's pretty much flat rate. >> Okay, I'm going to commit and I'm going to say, all right, I know I'm going to use X, or sign up for that and anything over it, you're pretty flexible, I might get a few points if I sign up for more, somebody might want to optimize that if they're big enough. >> And another really neat advantage, the other complaint we heard from customers, they go, I need three different direct connect, I need to be connected to three different parties, but I don't want to run three different cross-connects and I don't want to have three different ports. That's just an expense and I don't want. And we, fine, take your one gig port run one gig of services on it. If that's 20 different services, we're fine. We allow you to multiplex your port and provision as- >> So awesome. I love that model. I know some software companies who I would recommend to take a look at that pricing model. So Garrett, how do you segment the ecosystem? How do you look at that? Maybe you could draw and paint a picture of the idea of partners and what they look like. I know there's not just one category, but, >> Sure. Our ideal partners are internet exchangers, Cloud partners and SAS providers, because a big piece of our business is migration to the Cloud, and the flexibility of our platform allows and encourages our SAS providers and SI partners to perform migration to the Cloud much easier in a flexible format for their customers. >> What can you tell us, any kind of metrics you can give us around your business to give a sense of the scope, the scale? >> Well, of our business, (Dave laughs) one of the driving factors here, Gardner says that about 2023, I think, 40% of the enterprise workloads will be deployed in the Cloud, which is all fine and dandy, except in my head, you're just trading one set of complexities for another. Instead of having everything in a glass house and being able to understand that, now you're going, it's in the Cloud, now I need to manage my connectivity there. wait a minute, are my security policies still the same? Do they apply if I'm going across the public internet? What exposure have I just bought into myself to try to run this? The platform really aims at normalizing that as much as possible. If you're directly connected to AWS, at the end of the day, that's a really long ethernet cable. So your a glass house just got a lot bigger, but you're still able to maintain and use the exact same policies and procedures that you've been using. That's really one of our guiding principles, is to reduce that complexity and make it very simple for the user. >> I understand that, cause in the early days of Cloud, a lot of enterprises, the CIOs, they were concerned about security, then I think they realized, ah, AWS has pretty good security. CIA is using it. But still people would say to me, it's not that it's best security, it's just different. You know, we move slow, Dave. How do you accommodate, there's that diversity, I mean, AWS is obviously matured, but are you suggesting that you can take my security edicts in my glass house and bring those into your networks and ultimately into the Cloud? Is that how it works? >> That's the goal. It's not going to be a panacea more than likely, but the more edicts that we can allow you to bring across and not have to go back and revamp and, the better for you as a customer and the better really for us, because it normalizes things, it makes it much easier for us to accommodate more and more users. >> And is it such now in the eco, is all the diversity in the ecosystem, is it such that there's enough common patterns you guys can accommodate most of those use cases? >> Yeah, absolutely. One of the key components is the fact that the platform runs on our MPLS network, which is inherently secure. It's not on the public internet anywhere. We do have internet on demand capability. So in the event that a customer wants access to the internet, no problem. We can accommodate this. And we also have 5G capability built into the platform to allow flexibility of location and flexibility of, I would say, standing up new customer locations. And then the other component of the security is the fact that the customers can bring their own security and apply anywhere. We're not blocking, we don't have any port filters or anything of this nature. >> If would think 5G actually, I could see people arguing both sides, but my sense is 5G is going to be a huge driver for your business cause it's going to just create so much more demand for your services, I think. I can see somebody arguing the counter about it. What's your point of view on that? >> No, I think that's a fair assessment. I think it's going to drive business for everyone here on the show floor and it's pushing those workloads more toward the edge, which is not an area that people were typically concerned with. The edge was just the door that they walked through. That's becoming much different now. We're also going to start seeing, and we're already seeing it, huge trends of moving that data at the edge rather than bringing it all the way back to a central warehouse and help ending it. The ability to have a dynamic platform where you can see exactly what your network's doing and in the push of a button, modify that, or provision new connectivity in response to how your business is performing. >> Yeah, ultimately it's all about the applications that are going to be driving demand for more data. That's just a tailwind for you guys. >> Yeah. You look at, some of the car companies are coming on, Tesla, you're drive around with like eight CPUs and I think communicating back over the air. >> Dave: Yeah, right. >> You start scaling that and you start getting into some some real bottlenecks. >> Amazing business you guys having obviously capital intensive, but once you get in there, you got a big moat. That is a matter of getting on a flywheel and innovating. Guys, congratulations on all the progress and so much for coming on theCUBE. >> Thanks for the time. >> Thank you very much. >> Great to meet you guys. Good luck. All right, thank you for watching. This is Dave Vellante for theCUBE, the leader in High-Tech Coverage. We'll be right back. (upbeat music)

(corporate electronic xylophone jingle intro) >> Good afternoon and welcome back to our very last segment of Tuesday's live broadcast here on theCUBE from AWS re:Invent in fabulous Las Vegas, Nevada. My name is Savannah Peterson and I am joined here by the brilliant Paul Gillin. Paul, end of our first day. You holding up, are you still feeling overwhelmed with fire hose... >> Savannah, yet my feet are killing me. (savannah laughs) >> Yeah, we've done so much walking in these chairs. >> 14,000 steps already today. It's not even dinner time. >> Hey, well, at least you've earned your dinner, Paul. I love that. I love that. I'm very excited about our next guests. We have Krishna and Sowmya joining us from Tata Consultancy Services. Now, I was impressed when I was doing my background research on you all. The Tata Group has locations in 150 different spots, 46 different countries. You have over 600,000 employees on the team. We are talking about absolutely massive scale here but, today we're going to be focused specifically on the Tata Consultancy Services. Sowmya, can you tell me what you all do? What is that team specifically in charge of? >> Yeah, TCS, first of all, thank you very much for inviting us. >> Savannah: Our pleasure. >> Maybe the last session but, we'll make it very lively. >> Savannah: It's going to be the best session. That's the best part of the day. >> Yes, that's the attitude. From a company standpoint, we are a 50 plus year old company. Part of the Tata group. We focus on IT services. We are categorized as industry verticals and we have horizontal services where AWS is one of the horizontal services that we have. And, when I talk about TCS, we focus a lot more on growth and transformation of our customers. That is one of the key objectives of the current company's growth, I would say. So, that is TCS in a nutshell. >> Extraordinarily important topic to be focused on right now. Growth, transformation, pretty much the core topics of the show. I know you're on the hospitality and transportation side of the business, which is very exciting. And, we're going to dig into that a little bit more. Krishna, you're overseeing the world. Tell us a little bit more about your role within the whole ecosystem. >> Yeah, thank you for the opportunity. Great meeting all of you. It's been awesome experience here. re:Invent is coming back, catching up, right? 50,000 people compared to 25,000 last year. So, great to see and meet all of you. Coming to my role, I am responsible for AWS Business Unit within TCS. That means I am responsible for anything that happens on cloud, on AWS. It's a Full Stack unit. I have the global responsibility. That's whether it's a applications, data, infrastructure, transformation that happens, as well as OT at the edge. So, that's my responsibility. >> Savannah: Well, I love talking about the edge. One of my favorite. >> Transformation is a theme of what you do. We heard that the pandemic accelerated digital transformation initiatives at many companies. How did you see the pandemic affecting your business, affecting the customers you were working with? >> Pandemic definitely kind of accelerated a lot of cloud adoption, right? A lot of companies initially focused on resiliency, coming back to handling the pandemic, the situation. But, it also drove a lot of innovation in the business models. They had to think on their feet, re-look at their business models, change the channels and that continued. Pandemic is thankfully gone by but, the transformation actually continued. The way that we actually see on cloud, especially transformation, it has evolved. What we call as Cloud 2.0. Now, cloud is actually more focused on future-proofing the businesses. And, the initial days it was more about future-proofing the technology and technology architecture. But, it has evolved to future-proofing businesses. That means implementing new business models, bringing in agility, measuring the business value. And, that's where we see a significant traction. >> So, it's not about technology then. It's not about infrastructure. >> It is about technology but, really delivering business value. It's about, how can I improve the customer experience? >> Well, can you give us a couple of examples of companies you work with that embody this idea? >> I can imagine in the travel and hospitality zone. Probably few communities more sensitive than when someone's having a disruption or frustration within that process. And, perhaps few time periods less chaotic than the last few years. Tell us about your experience and what you've seen. >> Absolutely. To answer your question, first of all, coming out of pandemic, right? Many customers in the travel and hospitality industry where legacy, did not modernize for the last decade or so because, there have been many ups and downs in the industry. So, during pandemic, post-pandemic, one of the the way they wanted to rebound was, can we do the transformation? First of all, cloud as a technology adoption, but, beyond that, how do customers derive value, business value? That is one of the key aspects of the old transformation. And, if you take, I can give a couple of examples. Avis Car Rental, they had monolith mainframe applications and, that was there for almost couple of decades, right? But, over a period of time, they were not able to have the availability of those applications. There were many outages. As a result, businesses could not do the bookings. Like OTAs, customers could not do the bookings, the application was not available most of the time. And, it's all legacy, right? So, that is where we all came in, TCS. How do we first of all, simplify the complexity of the landscape? That is one. Then, second is, modernize the legacy application. That's the second thing. Third is, how do you scale it? Because, everyone wants to go faster, right? How do you scale it? That is where we partnered with AWS as well, to bring in some specific solutions. One example for Avis', their Rent Shop. Because, of the lack of availability, because, it's monolith application and legacy application. It was not available. So, as a result, we partnered and we brought in our contextual knowledge of the car rental industry to kind of transform, move it to cloud. And, today, as a result of it, Avis was able to save millions of dollars from a MIB standpoint. Second, in terms of availability, that was 99.9% availability. As a result, they had a pick in their business revenue as well. So, this is one of the ways that its helped. The second example I want to quote is, United Airlines. Here again, we've been present for a long time. We have a deep industry knowledge of the airline industry. So, we brought in our airline contextual knowledge and the United landscape to bring in a TCS's solution that we developed. It's called the Aviana. It's an intelligent operations solution for the airline industry, which we have developed. It's on AWS as well, that is being implemented in United. As a result, the ground staff, they have to take decisions on the moment when there is a irregular operation. That could be flight delays, as a result, customers connections will be lost. >> Savannah: Baggage. >> Baggage, right? Baggage delays. >> So many variables. The complexity... >> exactly >> in this matrix is wild. >> So, leveraging the Aviana solution, the ground staff were able to take decisions based on exceptions. They were able to take decisions quickly so that, they improved the customer experience. I think that was one of the key successes for United in the recent times. So, those two are the examples that I would call where customers have the right business value. So, cloud was not just for technology. They all are deriving a lot of business value as well. I would say. >> How important do you think it is for companies facing these unique challenges and scaling to work with partners like TCS? And, I'm sure you would say very important, but, tell me a little bit more why it's so important and those core benefits that they're going to get. Krishna, let's start off with you. Yeah, let me take again the AWS cloud transformation, right? TCS has formed AWS Business Unit two years back. So, we are a covid baby in a way. We have been working with the AWS for more than a decade but, we formed a dedicated Full-Stack Unit to drive cloud transformation on AWS. In these last two years, we've grown three X and customers we have added 400 new customers we have added. >> Nicely done. Just want to see you there. That's huge. Especially during these times. Congratulations. >> So, it's basically about the scale that we bring in. What we have done as a differentiation is, if you look at the entire cloud journey, right from taking a decision which cloud is, right, all the way to the cloud migration modernization and running operations. So, we have built complete platform. AML based platforms, where we have taken our delivery wisdom and codified it onto these platforms. So, we support around thousand plus customers on AWS in varying capacity. All of that knowledge is codified and, that is what we bring to the table, to the customers. And, so, customers obviously appreciate that value that best practices that are coming. And, coupled with that, the industry knowledge that we have on banking, life sciences, healthcare, automotive. So, it's partly the IT, it is the industry transformation as well. Because, we are working on connected cars, for example, in automotive. We are working on accelerated drug development platforms. We're working on complete banks as a platform that we have. TCS has built on AWS. So, 400 customers are there. It's the complete banking and insurance platform. So, this is the combination of the technical expertize that is digitized using platforms, as well as the industry knowledge, is the reason why customers work with us on the cloud transformation. >> So, we're seeing you talk about the vertical industry knowledge. AWS also has its own vertical industry plays. How do you, I guess, coordinate with them or, do you compete with them or, do you stay out of each other's way? >> No, we actually collaborate aggressively. >> Savannah: I like that (laughs) >> Right, so, it's not.. >> Savannah: With vigor. >> With vigor. TCS supports approximately 14 verticals. With AWS, we went with the focused industry play. We said we look at financial services, travel, transportation, hospitality, healthcare, life sciences and automotive, to start with. And, we have Go Big plans with AWS. very focused. The collaboration is actually at the industry solutions because, AWS is a great platform, ever evolving, keeps you on on your toes to really adapt it. But, that is always going on, the collaboration. But, the industry, I'm actually glad AWS last year took a pivot on focusing on industries. Now, we talk the same language when we go in front of a board or a CEO or COO. Present it. We are talking about the future of the industry not just the future of the technology. So, it's a win-win. >> You are also developing products on top of AWS that are not industry verticals, that build on the platform. What kinds of products are those? >> For cloud transformation, for example, consulting. We have a product called Cloud Counsell. We have a decision engine on the data side. We have something called Cloud Foundation, Mason. CloudMason. It's just the foundation, right? And, entire migration and modernization factory. And, the last one on cloud operations is actually Cloud Exponence. So, these are time tested. You have Fortune 500 customers using this regularly actively leveraging that. And, these are all AWS in a well architecture framework certified. So, they work well and they're designed to work on cloud, not only in the native environment, but, also legacy environment. Because, enterprises is not just only native, cloud-native. There is a lot of legacy. Sowmya spoke about the mainframe model... >> So much legacy, we were talking about it. >> So, you have to have a combination of solutions. So, the platforms that we're building, the products we're building, work in both the environments. >> Yeah, and that agility and ability to help customers navigate that prioritization. I mean, there's so many options. We talk about how many new companies there are every year. New solutions. Our adoption of technology is accelerating. As, McKinsey said, we went through 10 years of technological evolution and workplace evolution over the first six months of the pandemic. So, really everything's moving at unprecedented velocity unlike ever before. We have a new game here on theCUBE specifically for this show. And, we are challenging our guests, prompting our guests, to give us a 30 second sizzly sound bite with your hot take on the most important themes of this year's show. Think of it as a thought leadership moment. Opportunity to plug if you really want it. Krishna, you've just given me the nod. I'm going to start with you first and then we'll then we'll pass it along, yeah >> Sure. I think on thought leadership, the way that on cloud, business value is the focus, not the technology. Technology is important, but business value is the focus. And, the way that I see it evolving is with quantum computing coming out more and more, becoming relevant, and Edge is actually becoming quite active as well. All this while on cloud, we focused on business value at the centralized place at the corporate. But, I think the real value of cloud is when you deliver the results, business results, where the customers consume it, that is at the edge. I think that's basically the combination of centralized and the edge is where the real value of cloud is, right. And, I also loud, I know you said 30 seconds but, give me 30 more seconds. >> I like your answer right now. So, I'm going to give you a little more time. Yeah, thank you. >> You've earned more time. (laughs) >> So, I like the way Adam said in the keynote, if you look at it broadly, I categorizes two things. There are a lot of offerings that are becoming comprehensive, like AWS Connect, bringing in workforce management into it, making it a complete end to end product. Similarly, Security Lake, all bringing in the entire security and compliance under one, similarly data. So, there are lot of things that he announced where it is an end to end comprehensiveness of the thing. But, what I love about is, what Amazon is known for, supply chain. So, they rolled out AWS Supply Chain offering. Walk Out technology. So, the Amazon proposition is actually being brought to AWS as a core proposition. I think that's very futuristic and I think we can see more and more customers, enterprise customers, adopting AWS more to drive transformation >> Badly needed right now. Supply chain resiliency. >> Supply chain really having its moment the last two years. File under two words. No one knew, many of us did who worked in it before this. And, here we are, soon as we lost our toilet paper, everyone's freaked out. I love that you talked about business value and also that the end customer is on the edge and, everyone kind of forgets we are essentially the edge device. This is the edge device, it's all around us. And, all the technology that we're all using that you're even talking about is built right inside here from my airlines app to my car rentals to all of it. All right Sowmya, give us your 30 second hot take, roughly. >> Taking the cue from Krishna, right? Today, things are available on AWS Marketplace. So, tomorrow, somebody wants to start an airline, they just have to come and plug and play the apps that are available in the marketplace. Especially your supply chain. The Amazon is known for that. And, a small and medium business they want to start something, right, a .com. It's very easy. So, that's something that we are all looking for. The future is going to be very, very bright and great for the businesses, is what I would say because, most of it could be plug and play with all the solutions. >> Paul: It's already been built. >> On the cloud, so, we are looking forward to it. The second thing I would talk about is, we have to take it to scale. How more and more people can leverage AWS, right? The talent is very important and, that is where partners like us focus on re-scaling our talent. We have 600,000 people, right? We are not just... >> 600,000 people! That's basically as many people live in the San Francisco Bay area for contexts for our listeners. It's how many people work for Walmart? >> It's 1.2 million in Walmart? >> Is it really? >> It is, yes, yes. That's work for Walmart, sidebar. >> So from that standpoint, as the company, we are focusing on re-skilling, up-skilling our talent in order to work AWS cloud and so on, so, that they can go and support our customers. That is something that is very important and that's going to be the future as well. Bring it to scale, go faster. >> I love that you just touched on the fact that you essentially have to practice what you preach because, you've got to think about those 600,000 people in a 100 locations across 40 plus different countries. I love it. Sowmya, I'm going to close on that note. The future is bright, just like your fabulous blazer. >> Thank you so much. Krishna, Sowmya, thank you so much for being here with us. We can't wait to see what happens next, who you help next, and how Tata continues to transform. Thank all of you for tuning in today. A full jam packed day of coverage live here from Las Vegas, Nevada. We are at AWS re:Invent with Paul Gillin. I'm Savannah Peterson. We're theCUBE, the leader in High-Tech Coverage. (corporate electronic xylophone jingle outro)

(electronic music) >> Welcome to theCUBE. This is the AWS Executive Summit presented by Accenture and our coverage of this great event continues. Lisa Martin here, I've got two guests with me here to talk about Amazon Connect. Please welcome from Hawaiian Airlines, Will Van Devender, Senior Director of IT Engineering. Will, welcome to the program. >> Thanks for having me here. >> And from Accenture, Erich Chen is here as well, the Hawaii Regional Lead at Accenture. Erich, it's great to have you on the program. >> It's great to be here. >> I feel very overdressed. You can tell I'm on the mainland with my turtleneck and you guys are on Oahu, which is fantastic. And I'm excited that I have a seat on Hawaiian Airlines in just a few weeks. So you guys, let's talk about this technology solution that you put together. Will, I want to start with you. Talk to me about some of the challenges that Hawaiian Airlines was having prior to working with Accenture and Amazon. >> Well, nothing really unique to us. We had the challenges that everybody had with the pandemic and scaling out to work from home, as well as an old legacy stack that had been around for a long, long time. The specific ones that drove us to launch this particular project was we had been running into some talent acquisition issues. We're not of size where we have a huge telecom team that can specialize in IDRs and other things like that. So we need folks that can play a lot of different spaces. And in this particular case, we had a situation where we had really old technology and the people we were bringing in were a lot more savvy on Cloud and those kinds of things. And so AWS Connect was a way for us to take talent that traditionally wasn't inside the telephony space and use them and bring them to bear for that business need. So it kept us from having to scale up to do this. The other thing we had was a big issue with work from home that actually predated COVID. So we had been, we're in a hurricane zone, we had been doing hurricane preparedness exercises and we realized that we had a difficult time scaling our environment to large scale work from home. So even prior to COVID, we had been started looking at the technologies that we had, which ones worked well outside of an office for a distributed workforce. And we had been moving technology in that direction. And so telephony was one of the ones that we had to beef up. And so it was nice to have a good leg up on it when the pandemic hit us. >> Absolutely. I can't imagine how advantageous that was when it struck. And of course we all know how much the airlines were affected. Talk to me about an interesting catalyst for this solution in terms of challenge with talent acquisition and work from home. Interesting impetus for this solution. Talk to me about, are you long time partners, Hawaiian Airlines with Accenture? Talk to me about how you went about looking for the right solution with them as a partner. >> Ah, okay. So Hawaiian Airlines and Accenture had been partnering for many years, but in a much bigger way in 2019, when we solidified a new managed services deal. So Accenture came in to help us out with our day to day operations. And one of the big reasons for that was actually cloud adoption. So we needed a partner that was much more up to date technology wise. And as we started ramping up our engineering and architecture designs and releasing things on new stacks, we needed folks in the operation side that could keep up with that. And not only that, actually enable and push us in those directions. And so when we went out to RFP, Accenture kind of stood out in that area and that's been a good thing. We've had very little friction as we've been going out and acquiring new technology with being able to bring that out to our run and operation space. >> That's critical, especially given the tumultuous times in which we are still living. Erich, let's go ahead and bring you into the conversation. Now, talk to me about you guys at Accenture developed and deployed this solution quickly. We're talking an eight week timeframe. Talk to me about the solution that you architected, about that delivery, and what some of the challenges were along the way that you tackled and mitigated. >> Yeah. Thanks Lisa. I mean, it was, you know, eight weeks when you look back on it, it's hard to believe we did complete it in that timeframe, but, you know, we were able to do it with some strong experts from our side. Some of the challenges we ran into along the way were probably at the very beginning, just securing the right team for Hawaiian to deliver the kind of the proper designs and development upfront, and then helping to kind of manage through the delivery process itself. You know, they were great. They had some great people with some deep expertise, kind of from a business process side of things, kind of paired with our technical and then also industry knowledge of the airlines as well. It made for a really nice, you know, strong partnership where we could get it through in eight weeks. So it was pretty amazing. >> And then walk me through the actual, oh Will, sorry. Did you want to say something? >> Yeah, I was actually going to comment on that, that was exactly what we were looking for was that sort of wholesale partner. So when we went out to modernize our entire telephony stack, it wasn't just call centers. It was the conference rooms, it was the telephony, we went to new phone providers and circuit providers, we moved everyone off of Skype over on to Teams, all the desk phones. And so there was this scope of work that was simply larger than our team. And so what we were looking for from a partner was one, who's done this before, and then two, could you manage the whole piece of work? And so what was nice for Accenture, because they owned our existing operation space, they not only did the AWS Connect piece, they got on the old systems and they brought up all the specs of how the call queues worked, how the call flows worked, they found the old voice talent, they brought those, imported them without us having to do anything over onto the new stack, and then brought it over for testing. So it was just a very minimal lift from the Hawaiian Airlines side. And since they ran our operations, they then moved it over to the run space. And it was just very few man hours on the Hawaiian Airlines side expended for that outcome. >> Wow. It sounds fairly seamless. Erich, how did you guys accomplish that? >> I mean, that's a type of experience and partnership we like to have with our clients, more of an all-inclusive type service. But we're sometimes accused of not having the cheapest prices on the block, but you know, you do get a great, you know, a pretty holistic experience with us and we do try to make it as easy as possible for our clients and bring kind of the full breadth of Accenture to fill in a lot of gaps. >> Well, one of the things, Will, that you mentioned is we were looking for a partner that had done this before, where there's actual proof in the pudding, especially given the, like I mentioned before, the tumultuous market. Erich talk to me about, if we look at Hawaiian Airlines as an example, as a template here, how common or how often are you seeing these same challenges with respect to talent acquisition and work from home? Is that something that really skyrocketed in the last year and a half? >> Sure. I mean, it's maybe a blessing in the type of business that we're in, right. But whenever there are, you know, big, you know, kind of market issues and kind of pandemics as an example, right. Our clients do turn to us for, you know, support to help them through, you know, smaller times of need. And, you know, maybe very compressed issues. So we're very happy to, you know, reach into our larger organization to make sure that we can bring the best of Accenture to them and help them get through these tough times. >> Will, let's talk about how this solution is helping employees, agents get through these tough times. As we know, Hawaii had some really strict travel restrictions on COVID. And of course, one of the things that a lot of people lost during this time, was patience. Talk to me about how the workforce is improving, the employees, the agents, now that you have this solution implemented and a leg up probably on your competitors. >> Yeah, the whole pandemic hit us in a hard way. So we found ourselves, you know, all of a sudden one day waking up and finding that our customer facing support desks couldn't be staffed. People couldn't get into the office and actually get there. At the same time, as you and everyone else knows, flights were getting canceled and customers were calling at a level we'd never seen before trying to reschedule their flights or get credit back or get money back. And so AWS Connect was interesting in that it was one of the things we could ramp up new call centers very quickly. And so we knew we wanted something that was consumption-based because we didn't know how long it was going to last. And we wanted to be able to spin it up, get new agents going, respond to our customers, scale up to the volume, and then be able to decrease it out. So it was a good win there. What wasn't talked about much was the reliability aspect of it. Being on a really old system, our telephony was pretty stable, but our call center internal business facing ones were not. We had a series of outages out there and those outages directly impact our ability to get planes out in the air. There's the sort of customers calling about tickets and about help with flights, but there's also things like cruise, trying to get cruise scheduling done, trying to get staffing to a plane, trying to get things moved around in an airport. And there's a lot of internal desks that deal with those kinds of things. And having that on an incredibly stable technology and stack is key for us. And so we were able to get Connect deployed, and we were also able to front that with a number of other technologies that allowed us to have DR plans. So even if we lost that desk, how can we quickly move that over to manual calls and desk phones and those kinds of things. And so that's been, that part has been very well received. That has helped us out a lot. Our confidence, knowing that if anything should happen, our ability to recover and get back into full operations now is just night and day from where it was 12 months ago. And so thank you all very much for your assistance in getting us to this point. >> Getting that stability and that reliability during a time of chaos that's, and also in a time that can really affect brand reputation, it sounds to me like IT is really helping drive the business forward. This is something that you did in partnership with the business side, because of course during the last year and a half, so many brands have had challenges with reputation and the ability to not do things. Talk to me about that business IT relationship. And was this a facilitator of making that even better? >> Well, it's certainly better. Yeah, we have far better conversations internally than I can ever remember in my time here in Hawaiian Airlines. But you know, when these kinds of emergencies hit, I don't think about it as IT or business. I mean, there's a problem and you got to go fix it. And so we're all in there and IT is one piece of that. How do we get a solution stood up almost overnight in this, you know, very, very difficult pandemic business time? But you know, the business is trying to get talent together and trying to get agents trained and being able to do things like handle these customer calls is very, very skill intensive. So there's a lot of partnership coming in and getting solutions, demoing with the business, dialing them in back and forth, and a lot of collaboration there. And so that builds stronger teams. And that's one of the outcomes I like more than anything else, is we're working together and dialing in the IT and the business needs very much in unison. >> That's probably one of the best outcomes you can hope for. Erich, talk to me about, are you seeing similar things with customers in other industries? Are you seeing that business IT coming together, especially during these challenging times we've been living through? >> Yeah, to varying degrees, you know, that's always the crux of, you know, a successful IT department, right. You know, you're there to serve and support the business side of things, right. We don't do technology for technology sake. But yeah, I think the better ones are getting better, better at, you know, being more fully integrated and it's not a business or IT decision, right, it's a collective kind of team decision. And I think as long as you have people who respect and understand the other side of the coin sometimes, easier the conversation will go. And I think that's what our team was able to do is express, you know, very clearly and concisely kind of what the decisions they had to make were and they could make a decision a little bit easier that way. >> And talk to me, Erich, about the solution, what impressed you? What are you most excited about in terms of what Accenture has helped to accomplish for Hawaiian Airlines? >> Yeah, I was really happy that even, you know, within a short eight week period itself, you know, things always come up as you go throughout a project. And I think the business team was getting excited about the possibilities once they saw kind of the potential of the platform. And so some, you know, requests came up in the middle of the way, you know, in flight. And, you know, our team was able to accommodate a number of the kind of minor enhancements or tweaks to the system to make it even better and serve the business in a better fashion there. >> Gotcha. Will, what is next for Hawaiian Airlines, besides my flight on it in a few weeks? Talk to me about where you guys are going from an IT perspective. >> Well we've rolled out a solution quickly 'cause we needed to, but there's a lot still to be done to dial it in for the business. Where reliability and speed were key, we got those done, but there was some aspects of the old system that were still a little easier. For those call centers where people needed to dial in, get ahold of an agent, and then pass it onto an internal employee, there's still a disconnect between our call center technology, AWS Connect, and the internal collaboration, Microsoft Teams. And that's because Teams really wasn't up to all of the call center technology needs at the time we started this. Things like call recording and things like that just weren't there at the time. So we've got some of our internal desks that still need to be tweaked and integrated more seamlessly between the two platforms or maybe as Teams gets ready, moved back over onto that. So that's, again, the part of it, being able to have this deep conversation with the business, understand their needs, having a partner where you can quickly go respond and go dial it in. And so we don't look at it as our telephony migration is complete. We look at it as we got our first big hurdle done, moving off decades old tech onto our modern stack. And now we're looking at refining it with our partners over the future. >> Right. Phase one, it's always that journey that we talk about. Erich, last question for you. What are some of the things that are coming up next as you help Hawaiian Airlines to continue on this modernization journey? >> Yeah, so more broadly we're really excited because this effort was one of the first or probably more platform centric system integration type projects we've done for Hawaiian. We've been on the operation side, we've done some business consulting worked with them for various business functions already, but this was really more on the application modernization side of things. And, you know, we see that Hawaiian has a number of areas that they're looking to kind of modernize and improve along the way. And we're very excited about, you know, being a strong partner for them in that journey coming up. >> Awesome guys, great work. Congratulations on a huge transformation accomplished during a very chaotic world time period and done so quickly. We appreciate your comments, your feedback, and look forward to seeing what you dial in next. Thanks for joining me today. >> Thank you. >> Thanks very much. >> For Will Van Devender and Erich Chen, I'm Lisa Martin. You're watching theCUBE's coverage of the AWS Executive Summit presented by Accenture. (soft music)

>>From around the globe. It's the cube with digital coverage of AWS reinvent 2020, sponsored by Intel and AWS. >>Welcome back to the cubes coverage of AWS reinvent 2020 I'm Lisa Martin. Joining me next is one of our cube alumni. Breton McMillan is back the director of us, federal for AWS. Right. It's great to see you glad that you're safe and well. >>Great. It's great to be back. Uh, I think last year when we did the cube, we were on the convention floor. It feels very different this year here at reinvent, it's gone virtual and yet it's still true to how reinvent always been. It's a learning conference and we're releasing a lot of new products and services for our customers. >>Yes. A lot of content, as you say, the one thing I think I would say about this reinvent, one of the things that's different, it's so quiet around us. Normally we're talking loudly over tens of thousands of people on the showroom floor, but great. That AWS is still able to connect in such an actually an even bigger way with its customers. So during Theresa Carlson's keynote, want to get your opinion on this or some info. She talked about the AWS open data sponsorship program, and that you guys are going to be hosting the national institutes of health, NIH sequence, read archive data, the biologist, and may former gets really excited about that. Talk to us about that because especially during the global health crisis that we're in, that sounds really promising >>Very much is I am so happy that we're working with NIH on this and multiple other initiatives. So the secret greed archive or SRA, essentially what it is, it's a very large data set of sequenced genomic data. And it's a wide variety of judge you gnomic data, and it's got a knowledge human genetic thing, but all life forms or all branches of life, um, is in a SRA to include viruses. And that's really important here during the pandemic. Um, it's one of the largest and oldest, um, gen sequence genomic data sets are out there and yet it's very modern. It has been designed for next generation sequencing. So it's growing, it's modern and it's well used. It's one of the more important ones that it's out there. One of the reasons this is so important is that we know to find cures for what a human ailments and disease and death, but by studying the gem genomic code, we can come up with the answers of these or the scientists can come up with answer for that. And that's what Amazon is doing is we're putting in the hands of the scientists, the tools so that they can help cure heart disease and diabetes and cancer and, um, depression and yes, even, um, uh, viruses that can cause pandemics. >>So making this data, sorry, I'm just going to making this data available to those scientists. Worldwide is incredibly important. Talk to us about that. >>Yeah, it is. And so, um, within NIH, we're working with, um, the, um, NCBI when you're dealing with NIH, there's a lot of acronyms, uh, and uh, at NIH, it's the national center for, um, file type technology information. And so we're working with them to make this available as an open data set. Why, why this is important is it's all about increasing the speed for scientific discovery. I personally think that in the fullness of time, the scientists will come up with cures for just about all of the human ailments that are out there. And it's our job at AWS to put into the hands of the scientists, the tools they need to make things happen quickly or in our lifetime. And I'm really excited to be working with NIH on that. When we start talking about it, there's multiple things. The scientists needs. One is access to these data sets and SRA. >>It's a very large data set. It's 45 petabytes and it's growing. I personally believe that it's going to double every year, year and a half. So it's a very large data set and it's hard to move that data around. It's so much easier if you just go into the cloud, compute against it and do your research there in the cloud. And so it's super important. 45 petabytes, give you an idea if it were all human data, that's equivalent to have a seven and a half million people or put another way 90% of everybody living in New York city. So that's how big this is. But then also what AWS is doing is we're bringing compute. So in the cloud, you can scale up your compute, scale it down, and then kind of the third they're. The third leg of the tool of the stool is giving the scientists easy access to the specialized tool sets they need. >>And we're doing that in a few different ways. One that the people would design these toolsets design a lot of them on AWS, but then we also make them available through something called AWS marketplace. So they can just go into marketplace, get a catalog, go in there and say, I want to launch this resolve work and launches the infrastructure underneath. And it speeds the ability for those scientists to come up with the cures that they need. So SRA is stored in Amazon S3, which is a very popular object store, not just in the scientific community, but virtually every industry uses S3. And by making this available on these public data sets, we're giving the scientists the ability to speed up their research. >>One of the things that Springs jumps out to me too, is it's in addition to enabling them to speed up research, it's also facilitating collaboration globally because now you've got the cloud to drive all of this, which allows researchers and completely different parts of the world to be working together almost in real time. So I can imagine the incredible power that this is going to, to provide to that community. So I have to ask you though, you talked about this being all life forms, including viruses COVID-19, what are some of the things that you think we can see? I expect this to facilitate. Yeah. >>So earlier in the year we took the, um, uh, genetic code or NIH took the genetic code and they, um, put it in an SRA like format and that's now available on AWS and, and here's, what's great about it is that you can now make it so anybody in the world can go to this open data set and start doing their research. One of our goals here is build back to a democratization of research. So it used to be that, um, get, for example, the very first, um, vaccine that came out was a small part. It's a vaccine that was done by our rural country doctor using essentially test tubes in a microscope. It's gotten hard to do that because data sets are so large, you need so much computer by using the power of the cloud. We've really democratized it and now anybody can do it. So for example, um, with the SRE data set that was done by NIH, um, organizations like the university of British Columbia, their, um, cloud innovation center is, um, doing research. And so what they've done is they've scanned, they, um, SRA database think about it. They scanned out 11 million entries for, uh, coronavirus sequencing. And that's really hard to do in a typical on-premise data center. Who's relatively easy to do on AWS. So by making this available, we can have a larger number of scientists working on the problems that we need to have solved. >>Well, and as the, as we all know in the U S operation warp speed, that warp speed alone term really signifies how quickly we all need this to be progressing forward. But this is not the first partnership that AWS has had with the NIH. Talk to me about what you guys, what some of the other things are that you're doing together. >>We've been working with NIH for a very long time. Um, back in 2012, we worked with NIH on, um, which was called the a thousand genome data set. This is another really important, um, data set and it's a large number of, uh, against sequence human genomes. And we moved that into, again, an open dataset on AWS and what's happened in the last eight years is many scientists have been able to compute about on it. And the other, the wonderful power of the cloud is over time. We continue to bring out tools to make it easier for people to work. So what they're not they're computing using our, um, our instance types. We call it elastic cloud computing. whether they're doing that, or they were doing some high performance computing using, um, uh, EMR elastic MapReduce, they can do that. And then we've brought up new things that really take it to the next layer, like level like, uh, Amazon SageMaker. >>And this is a, um, uh, makes it really easy for, um, the scientists to launch machine learning algorithms on AWS. So we've done the thousand genome, uh, dataset. Um, there's a number of other areas within NIH that we've been working on. So for example, um, over at national cancer Institute, we've been providing some expert guidance on best practices to how, how you can architect and work on these COVID related workloads. Um, NIH does things with, um, collaboration with many different universities, um, over 2,500, um, academic institutions. And, um, and they do that through grants. And so we've been working with doc office of director and they run their grant management applications in the RFA on AWS, and that allows it to scale up and to work very efficiently. Um, and then we entered in with, um, uh, NIH into this program called strides strides as a program for knowing NIH, but also all these other institutions that work within NIH to use the power of the cloud use commercial cloud for scientific discovery. And when we started that back in July of 2018, long before COVID happened, it was so great that we had that up and running because now we're able to help them out through the strides program. >>Right. Can you imagine if, uh, let's not even go there? I was going to say, um, but so, okay. So the SRA data is available through the AWS open data sponsorship program. You talked about strides. What are some of the other ways that AWS system? >>Yeah, no. So strides, uh, is, uh, you know, wide ranging through multiple different institutes. So, um, for example, over at, uh, the national heart lung and blood Institute, uh, do di NHL BI. I said, there's a lot of acronyms and I gel BI. Um, they've been working on, um, harmonizing, uh, genomic data. And so working with the university of Michigan, they've been analyzing through a program that they call top of med. Um, we've also been working with a NIH on, um, establishing best practices, making sure everything's secure. So we've been providing, um, AWS professional services that are showing them how to do this. So one portion of strides is getting the right data set and the right compute in the right tools, in the hands of the scientists. The other areas that we've been working on is making sure the scientists know how to use it. And so we've been developing these cloud learning pathways, and we started this quite a while back, and it's been so helpful here during the code. So, um, scientists can now go on and they can do self-paced online courses, which we've been really helping here during the, during the pandemic. And they can learn how to maximize their use of cloud technologies through these pathways that we've developed for them. >>Well, not education is imperative. I mean, there, you think about all of the knowledge that they have with within their scientific discipline and being able to leverage technology in a way that's easy is absolutely imperative to the timing. So, so, um, let's talk about other data sets that are available. So you've got the SRA is available. Uh, what are their data sets are available through this program? >>What about along a wide range of data sets that we're, um, uh, doing open data sets and in general, um, these data sets are, um, improving the human condition or improving the, um, the world in which we live in. And so, um, I've talked about a few things. There's a few more, uh, things. So for example, um, there's the cancer genomic Atlas that we've been working with, um, national cancer Institute, as well as the national human genomic research Institute. And, um, that's a very important data set that being computed against, um, uh, throughout the world, uh, commonly within the scientific community, that data set is called TCGA. Um, then we also have some, uh, uh, datasets are focused on certain groups. So for example, kids first is a data set. That's looking at a lot of the, um, challenges, uh, in diseases that kids get every kind of thing from very rare pediatric cancer as to heart defects, et cetera. >>And so we're working with them, but it's not just in the, um, uh, medical side. We have open data sets, um, with, uh, for example, uh, NOAA national ocean open national oceanic and atmospheric administration, um, to understand what's happening better with climate change and to slow the rate of climate change within the department of interior, they have a Landsat database that is looking at pictures of their birth cell, like pictures of the earth, so we can better understand the MCO world we live in. Uh, similarly, uh, NASA has, um, a lot of data that we put out there and, um, over in the department of energy, uh, there's data sets there, um, that we're researching against, or that the scientists are researching against to make sure that we have better clean, renewable energy sources, but it's not just government agencies that we work with when we find a dataset that's important. >>We also work with, um, nonprofit organizations, nonprofit organizations are also in, they're not flush with cash and they're trying to make every dollar work. And so we've worked with them, um, organizations like the child mind Institute or the Allen Institute for brain science. And these are largely like neuro imaging, um, data. And we made that available, um, via, um, our open data set, um, program. So there's a wide range of things that we're doing. And what's great about it is when we do it, you democratize science and you allowed many, many more science scientists to work on these problems. They're so critical for us. >>The availability is, is incredible, but also the, the breadth and depth of what you just spoke. It's not just government, for example, you've got about 30 seconds left. I'm going to ask you to summarize some of the announcements that you think are really, really critical for federal customers to be paying attention to from reinvent 2020. >>Yeah. So, um, one of the things that these federal government customers have been coming to us on is they've had to have new ways to communicate with their customer, with the public. And so we have a product that we've had for a while called on AWS connect, and it's been used very extensively throughout government customers. And it's used in industry too. We've had a number of, um, of announcements this weekend. Jasmine made multiple announcements on enhancement, say AWS connect or additional services, everything from helping to verify that that's the right person from AWS connect ID to making sure that that customer's gets a good customer experience to connect wisdom or making sure that the managers of these call centers can manage the call centers better. And so I'm really excited that we're putting in the hands of both government and industry, a cloud based solution to make their connections to the public better. >>It's all about connections these days, but I wish we had more time, cause I know we can unpack so much more with you, but thank you for joining me on the queue today, sharing some of the insights, some of the impacts and availability that AWS is enabling the scientific and other federal communities. It's incredibly important. And we appreciate your time. Thank you, Lisa, for Brett McMillan. I'm Lisa Martin. You're watching the cubes coverage of AWS reinvent 2020.

>>From around the globe. It's the queue with digital coverage of AWS reinvent 2020 sponsored by Intel, AWS, and our community partners. >>Hello, and welcome back to the cube live coverage of reinvent 2020 virtual. We're not there this year. It's the cube virtual. We are the cube virtual. I'm your host, John fro with Dave Alante and analyzing our take on the partner day. Um, keynotes and leadership sessions today was AWS APN, which is Amazon partner network global partner network day, where all the content being featured today is all about the partners and what Amazon is doing to create an ecosystem, build the ecosystem, nurture the ecosystem and reinvent what it means to be a partner. Dave, thanks for joining me today on the analysis of Amazon's ecosystem and partner network and a great stuff today. Thanks for coming on. >>Yeah, you're welcome. I mean, watch the keynote this morning. I mean, partners are critical to AWS. Look, the fact is that when, when AWS was launched, it was the developers ate it up. You know, if you're a developer, you dive right in infrastructure is code beautiful. You know, if you're mainstream it, this thing's just got more complex with the cloud. And so there's, there's a big gap right between how I, where I am today and where I want to be. And partners are critical to help helping people get there. And we'll talk about the details of specifically what Amazon did, but I mean, especially when John, when you look at things like smaller outposts, you know, going hybrid, Andy Jassy redefining hybrid, you need partners to really help you plan design, implement, manage at scale. >>Yeah. You know, one of the things I'm always, um, you know, saying nice things about Amazon, but one of the things that they're vulnerable on in my opinion is how they balanced their own SAS offerings and with what they develop in the ecosystem. This has been a constant, um, challenge and, and they've balanced it very well. Um, so other vendors, they are very clear. They make their own software, right. And they have a channel and it's kind of the old playbook. Amazon's got to reinvent the playbook here. And I think that's, what's key today on stage Doug Yom. He's the, uh, the leader you had, um, also Dave McCann who heads up marketplace and Sandy Carter who heads up worldwide public sector partners. So Dave interesting combination of three different teams, you had the classic ISV partners in the ecosystem, the cohesiveness of the world, the EMCs and so on, you had the marketplace with Dave McCann. That's where the future of procurement is. That's where people are buying product and you had public sector, huge tsunami of innovation happening because of the pandemic and Sandy is highlighting their partners. So it's partner day it's partner ecosystem, but multiple elements. They're moving marketplace where you buy programs and competencies with public sector and then ISV, all of those three areas are changing. Um, I want to get your take because you've been following ecosystems years and you've been close to the enterprise and how they buy your, >>And I think, I think John, Oh, a couple of things. One is, you know, Dave McCann was talking a lot about how CIO is one of modernize applications and they have to rationalize, and it will save some of that talk for later on, you know, Tim prophet on. But there's no question that Amazon's out to reinvent, as you said, uh, the whole experience from procurement all the way through, and, you know, normally you had to, to acquire services outside of the marketplace. And now what they're doing is bundling the services and software together. You know, it's straightforward services, implementation services, but those are well understood. The processes are known. You can pretty much size them and price them. So I think that's a huge opportunity for partners and customers to reduce friction. I think the other thing I would say is ecosystems are, are critical. >>Uh, one of the themes that we've been talking about in the cube as we've gone from a product centric world in the old days of it to a platform centric world, which has really been the last decade has been about SAS platforms and cloud platforms. And I think ecosystems are going to be a really power, the new innovation in the coming decade. And what I mean by that is look, if you're just building a service and Amazon is going to do that same service, you know, you got to keep innovating. And one of the ways you can innovate is you can build on ecosystems. There's all this data within industries, across industries, and you can through the partner network and through customer networks within industry start building new innovation around ecosystems and partners or that glue, Amazon's not going to go in. And like Jandy Jesse even said in the, uh, in his fireside chat, you know, customers will ask us for our advice and we're happy to give it to them, but frankly partners are better at that nitty gritty hardcore stuff. They have closer relationships with the customers. And so that's a really important gap that Amazon has been closing for the last, you know, frankly 10 years. And I think that to your point, they've still got a long way to go, but that's a huge opportunity in that. >>A good call out on any Jess, I've got to mention that one of the highlights of today's keynote was on a scheduled, um, Andy Jassy fireside chat. Uh, normally Andy does his keynote and then he kind of talks to customers and does his thing normally at a normal re-invent this time he came out on stage. And I think what I found interesting was he was talking about this builder. You always use the word builder customer, um, solutions. And I think one of the things that's interesting about this partner network is, is that I think there's a huge opportunity for companies to be customer centric and build on top of Amazon. And what I mean by that is, is that Amazon is pretty cool with you doing things on top of their platform that does two things serves the customer's needs better than they do, and they can make more money on and other services look at snowflake as an example, um, that's a company built on AWS. I know they've got other clouds going on, but mainly Amazon Zoom's the same way. They're doing a great solution. They've got Redshift, Amazon, Amazon's got Redshift, Dave, but also they're a customer and a partner. So this is the dynamic. If you can be successful on Amazon serving customers better than Amazon does, that's the growth hack. That's the hack on Amazon's partner network. If you could. >>I think, I think Snowflake's a really good example. You snowflake you use new Relic as an example, I've heard Andy Jess in the past use cloud air as an example, I like snowflake better because they're, they're sort of thriving. And so, but, but I will say this there's a, they're a great example of that ecosystem that we just talked about because yes, not only are they building on AWS, they're connecting to other clouds and that is an ecosystem that they're building out. And Amazon's got a lot of snowflake, I guess, unless you're the Redshift team, but, but generally speaking, Snowflake's driving a lot of business for Amazon and Andy Jesse addressed that in that, uh, in that fireside chat, he's asked that question a lot. And he said, look, we, we, we have our primary services. And at the same time we want to enable our partners to be successful. And snowflake is a really good example of that. >>Yeah. I want to call out also, uh, yesterday. Um, I had our Monday, I should say Tuesday, December 1st, uh, Jesse's keynote. I did an interview with Jerry chin with gray lock. He's investing in startups and one of the things he observed and he pointed out Dave, is that with Amazon, if you're, if you're a full all-in in the cloud, you're going to take advantage of things that are just not available on say on premises that is data patterns, other integrations. And I think one of the things that Doug pointed out was with interoperability and integration with say things like the SAS factor that they put out there there's advantages for being in the cloud specifically with Amazon, that you can get on integrations. And I think Dave McCann teases that out with the marketplace when they talk about integrations. But the idea of being in the cloud with all these other partners makes integration and interoperability different and unique and better potentially a differentiator. This is going to become a huge deal. >>I didn't pick up on that because yesterday I thought I wasn't in the keynote. I think it was in the analyst one-on-one with, with Jesse, he talked about, you know, this notion that people, I think he was addressing multi-cloud he didn't use that term, but this notion of an abstraction layer and how it does simplify things in, in his basic, he basically said, look, our philosophy is we want to have, you know, the, the ability to go deep with the primitives and have that fine grain access, because that will give us control. A lot of times when you put in this abstraction layer, which people are trying to do across clouds, you know, it limits your ability to really move fast. And then of course it's big theme is, is this year, at the same time, if you look at a company who was called out today, like, like Octa, you know, when you do an identity management and single sign-on, you're, you're touching a lot of pieces, there's a lot of integration to your point. >>So you need partners to come in and be that glue that does a lot of that heavy lifting that needs to needs to be done. Amazon. What Jessie was essentially saying, I think to the partner network is, look, we're not going to put in that abstraction layer. You're going to you, you got to do that. We're going to do stuff maybe between our own own services like they did with the, you know, the glue between databases, but generally speaking, that's a giant white space for partner organizations. He mentioned Okta. He been talked about in for apt Aptio. This was Dave McCann, actually Cohesity came up a confluent doing fully managed Kafka. So that to me was a signal to the partners. Look, here's where you guys should be playing. This is what customers need. And this is where we're not going to, you know, eat your lunch. >>Yeah. And the other thing McCann pointed out was 200 new Dave McCann pointed out who leads these leader of the, of the marketplace. He pointed out 200 new ISP. ISV is out there, huge news, and they're going to turn already. He went, he talked with his manage entitlements, which got my attention. And this is kind of an, um, kind of one of those advantage points that it's kind of not sexy and mainstream to talk about, but it's really one of those details. That's the heavy lifting. That's a pain in the butt to deal with licensing and tracking all this compliance stuff that goes on under the covers and distribution of software. I think that's where the cloud could be really advantaged. And also the app service catalog registry that he talked about and the professional services. So these are areas that Amazon is going to kind of create automation around. >>And as Jassy always talks about that undifferentiated heavy lifting, they're going to take care of some of these plumbing issues. And I think you're right about this differentiation because if I'm a partner and I could build on top of Amazon and have my own cloud, I mean, let's face it. Snowflake is a born in the cloud, in the cloud only solution on Amazon. So they're essentially Amazon's cloud. So I think the thing that's not being talked about this year, that is probably my come up in future reinvents is that whoever can build their own cloud on top of Amazon's cloud will be a winner. And I, I talked about this years ago, data around this tier two, I call it tier two clouds. This new layer of cloud service provider is going to be kind of the, on the power law, the, the second wave of cloud. >>In other words, you're on top of Amazon differentiating with a modern application at scale inside the cloud with all the other people in there, a whole new ecosystem is going to emerge. And to me, I think this is something that is not yet baked out, but if I was a partner, I would be out there planning like hell right now to say, I'm going to build a cloud business on Amazon. I'm going to take advantage of the relationships and the heavy lifting and compete and win that way. I think that's a re redefining moment. And I think whoever does that will win >>And a big theme around reinventing everything, reinvent the industry. And one of the areas that's being reinvented as is the, you know, the VAR channel really well, consultancies, you know, smaller size for years, these companies made a ton of dough selling boxes, right? All the, all the Dell and the IBM and the EMC resellers, you know, they get big boats and big houses, but that business changed dramatically. They had to shift toward value, value, value add. So what did they do? They became VMware specialists. They came became SAP specialists. There's a couple of examples, maybe, you know, adding into security. The cloud was freaking them out, but the cloud is really an opportunity for them. And I'll give you an example. We've talked a lot about snowflake. The other is AWS glue elastic views. That's what the AWS announced to connect all their databases together. Think about a consultancy that is able to come in and totally rearchitect your big data life cycle and pipeline with the people, the processes, the skillsets, you know, Amazon's not going to do that work, but the upside value for the organizations is tremendous. So you're seeing consultancies becoming managed service providers and adding all kinds of value throughout the stack. That's really reinvention of the partnership. >>Yeah. I think it's a complete, um, channel strategy. That's different. It doesn't, it looks like other channels, but it's not, it's, it's, it's driven by value. And I think this idea of competing on value versus just being kind of a commodity play is shifting. I think the ISV and the VARs, those traditional markets, David, as you pointed out, are going to definitely go value oriented. And you can just own a specialty area because as data comes in and when, and this is interesting. And one of the key things that Andy Jassy said in his fireside chat want to ask directly, how do partners benefit when asked about his keynote, how that would translate to partners. He really kind of went in and he was kind of rambling, but he, he, he hit the chips. He said, well, we've got our own chips, which means compute. Then he went into purpose-built data store and data Lake data, elastic views SageMaker Q and QuickSight. He kind of went down the road of, we have the horsepower, we have the data Lake data, data, data. So he was kind of hinting at innovate on the data and you'll do okay. >>Well, and this is again, we kind of, I'm like a snowflake fan boy, you know, in the way you, you like AWS. But look, if you look at AWS glue elastic views, that to me is like snowflakes data cloud is different, a lot of pushing and moving a date, a lot of copying data. But, but this is a great example of where like, remember last year at reinvent, they said, Hey, we're separating compute from storage. Well, you know, of course, snowflake popularized that. So this is great example of two companies thriving that are both competitors and partners. >>Well, I've got to ask you, you know, you, you and I always say we kind of his stories, we've been around the block on the enterprise for years. Um, where do you Mark the, um, evolution of their partner? Because again, Amazon has been so explosive in their growth. The numbers have been off the charts and they've done it well with and pass. And now you have the pandemic which kind of puts on full display, digital transformation. And then Jassy telegraphing that the digital global it spend is their next kind of conquering ground, um, to take, and they got the edge exploding with 5g. So you have this kind of range and they doing all kinds of stuff with IOT, and they're doing stuff in you on earth and in space. So you have this huge growth and they still don't have their own fully oriented business model. They rely on people to build on top of Amazon. So how do you see that evolving in your opinion? Because they're trying to add their own Amazon only, we've got Redshift that competes with others. How do you see that playing out? >>So I think it's going to be specialized and, and something that, uh, that I've talked about is Amazon, you know, AWS in the old day, old days being last decade, they really weren't that solution focused. It was really, you know, serving the builders with tooling, with you, look at something like what they're doing in the call center and what they're doing at the edge and IOT there. I think they're, so I think their move up the stack is going to be very solution oriented, but not necessarily, you know, horizontal going after CRM or going after, you know, uh, supply chain management or ERP. I don't think that's going to be their play. I think their play is going to be to really focus on hard problems that they can automate through their tooling and bring special advantage. And that's what they'll SAS. And at the same time, they'll obviously allow SAS players. >>It's just reminds me of the early days when you and I first met, uh, VMware. Everybody had to work with VMware because they had a such big ecosystem. Well, the SAS players will run on top. Like Workday does like Salesforce does Infour et cetera. And then I think you and I, and Jerry Chen talked about this years ago, I think they're going to give tools to builders, to disrupt the service now is in the sales forces who are out buying companies like crazy to try to get a, you know, half, half a billion dollar, half a trillion dollar market caps. And that is a really interesting dynamic. And I think right now, they're, they're not even having to walk a fine line. I think the lines are reasonably clear. We're going up to database, we're going to do specialized solutions. We're going to enable SAS. We're going to compete where we compete, come on, partner ecosystem. And >>Yeah, I, I, I think that, you know, the Slack being bought by Salesforce is just going to be one of those. I think it's a web van moment, you know, um, you know, where it's like, okay, Slack is going to go die on Salesforce. Okay. I get that. Um, but it's, it's just, it's just, it's just, it's just old school thinking. And I think if you're an entrepreneur and if you're a developer or a partner, you could really reinvent the business model because if you're, dis-aggregating all these other services like you can compete with Salesforce, Slack has now taken out of the game with Salesforce, but what Amazon is doing with say connect, which they're promoting heavily at this conference. I mean, you hear it, you heard it on Andy Jessie's keynote, Sandy Carter. They've had huge success with AWS connect. It's a call center mindset, but it's not calling just on phones. >>It's contact that is descent, intermediating, the Salesforce model. And I think when you start getting into specialists and specialism in channels, you have customer opportunity to be valuable. And I think call center, these kinds of stories that you can stand up pretty quickly and then integrate into a business model is going to be game changing. And I think that's going to going to a lot of threat on these big incumbents, like Salesforce, like Slack, because let's face it. Bots is just the chat bot is just a call center front end. You can innovate on the audio, the transcriptions there's so much Amazon goodness there, that connect. Isn't just a call center that could level the playing field and every vertical >>Well, and SAS is getting disrupted, you know, to your, to your point. I mean, you think about what happened with, with Oracle and SAP. You had, you know, these new emerging players come up like, like Salesforce, like Workday, like service now, but their pricing model, it was all the same. We lock you in for a one-year two-year three-year term. A lot of times you have to pay up front. Now you look at guys like Datadog. Uh, you, you look at a snowflake, you look at elastic, they're disrupting the Splunks of the world. And that model, I think that SAS model is right for disruption with a consumption pricing, a true cloud pricing model. You combine that with new innovation that developers are going to attack. I mean, you know, people right now, they complain about service now pricing, they complain about Splunk pricing. They, you know, they talk about, Oh, elastic. We can get that for half the price Datadog. And so I'm not predicting that those companies service now Workday, the great companies, but they are going to have to respond much in the same way that Oracle and SAP had to respond to the disruption that they saw. >>Yeah. It's interesting. During the keynote, they'll talk about going out to the mainframes today, too. So you have Amazon going into Oracle and Microsoft, and now the mainframes. So you have Oracle database and SQL server and windows server all going to being old school technologies. And now mainframe very interesting. And I think the, this whole idea of this SAS factory, um, got my attention to Cohesity, which we've been covering Dave on the storage front, uh, Mo with the founder was on stage. I'm a data management as a service they're part of this new SAS factory thing that Amazon has. And what they talk about here is they're trying to turn ISV and VARs into full-on SAS providers. And I think if they get that right with the SAS factory, um, then that's going to be potentially game changing. And I'm gonna look at to see if what the successes are there, because if Amazon can create more SAS applications, then their Tam and the global it market is there is going to, it can be mopped up pretty quickly, but they got to enable it. They got to enable that quickly. Yeah. >>Enabling to me means not just, and I think, you know, when Jesse answered your question, I saw it in the article that you wrote about, you know, you asked them about multi-cloud and it, to me, it's not about running on AWS and being compatible with Azure and being compatible with Google. No, it's about that frankly abstraction layer that he talked about, and that's what Cohesity is trying to do. You see others trying to do it as well? Snowflake for sure. It's about abstracting that complexity away and adding value on top of the cloud. In other words, you're using the cloud for scale being really expert at taking advantage of the native cloud services, which requires is that Jessie was saying different API APIs, different control, plane, different data plane, but taking that complexity away and then adding new value on top that's white space for a lot of players there. And, and, and I'll tell you, it's not trivial. It takes a lot of R and D and it takes really smart people. And that's, what's going to be really interesting to see, shake out is, you know, can the Dell and HPE, can they go fast enough to compete with the, the Cohesity's you've got guys like CLU Mayo coming in that are, that are brand new. Obviously we talked about snowflake a lot and many others. >>I think there's going to be a huge change in expectations, experience, huge opportunity for people to come in with unique solutions. We're going to have specialty programming on the cube all day today. So if you're watching us here on the Amazon channel, you know that we're going to have an all of a sudden demand. There's a little link on our page. On the, on the, um, the Amazon reinvent virtual event platform, click here, the bottom, it's going to be a landing page, check out all the interviews as we roll them out all day. We got a great lineup, Dave, we got Nutanix pure storage, big ID, BMC, Amazon leaders, all coming in to talk today. Uh, chaos search ed Walsh, Rachel Rose, uh, Medicar Kumar, um, Mike Gill, flux, tons of great, great, uh, partners coming in and they're going to share their story and what's working for them and their new strategies. And all throughout the day, you're going to hear specific examples of how people are changing and reinventing their business development, their partnership strategies on the product, and go to market with Amazon. So really interesting learnings. We're going to have great conversations all throughout the day. So check it out. And again, everything's going to be on demand. And when in doubt, go to the cube.net, we have everything there and Silicon angle.com, uh, for all the great coverage. So >>I don't think John is, we're going to have a conversation with him. David McCann touched on this. You talked about the need for modernization and rationalization, Tim Crawford on, on later. And th this is, this is sort of the, the, uh, the call-out that Andy Jassy made in his keynote. He gave the story of that one. CIO is a good friend of his who said, Hey, I love what you're doing, but it's not going to happen on my watch. And, and so, you know, Jessie's sort of poking at that, that, uh, complacency saying, guys, you have to reinvent, you have to go fast, you have to keep moving. And so we're gonna talk a little bit about what, what does that mean to modernize applications, why the CIO is want to rationalize what is the role of AWS and its ecosystem and providing that, that, that level of innovation, and really try to understand what the next five to seven years are gonna look like in that regard. >>Funny, you mentioned, uh, Andy Jesuit that story. When I had my one-on-one conversation with them, uh, he was kind of talking about that anonymous CIO and I, if people don't know Andy, he's a big movie buff, too, right? He loves it goes to Sundance every year. Um, so I said to him, I said, this error of digital transformation, uh, is kind of like that scene in the godfather, Dave, where, um, Michael Corleone goes to Tom Hagen, Tom, you're not a wartime conciliary. And what he meant by that was is that, you know, they were going to war with the other five families. I think now I think this is what chassis pointed out is that, that this is such an interesting, important time in history. And he pointed this out. If you don't have the leadership chops to lean into this, you're going to get swept away. >>And that story about the CIO being complacent. Yeah. He didn't want to shift. And the new guy came in or gal and they, and they, and they lost three years, three years of innovation. And the time loss, you can't get that back. And during this time, I think you have to have the stomach for the digital transformation. You have to have the fortitude to go forward and face the truth. And the truth is you got to learn new stuff. So the old way of doing things, and he pointed that out very aggressively. And I think for the partners, that same thing is true. You got to look in the mirror and say, where are we? What's the opportunity. And you gotta gotta go there. If not, you can wait, be swept away, be driftwood as Pat Gelsinger would say, or lean in and pick up a, pick up a shovel and start digging the new solution. >>You know what the other interesting thing, I mean, every year when you listen to Jassy and his keynotes and you sort of experienced re-invent culture comes through and John you're live in Silicon Valley, you talked to leaders of Silicon Valley, you know, well, what's the secret of success though? Nine times out of 10, they'll talk about culture, maybe 10 times out of 10. And, and, and so that's, that comes through in Jesse's keynotes. But one of the things that was interesting this year, and it's been thematic, you know, Andy, you know, repetition is important, uh, to, to him because he wants to educate people and make sure it sticks. One of the things that's really been he's been focused on is you actually can change your culture. And there's a lot of inertia. People say, well, not on my watch. Well, it doesn't work that way around here. >>And then he'll share stories about how AWS encourages people to write papers. Anybody in the organization say we should do it differently. And, and you know, they have to follow their protocol and work backwards and all of those stuff. But I believe him when he says that they're open to what you have a great example today. He said, look, if somebody says, well, it's 10 feet and somebody else says, well, it's, it's five feet. He said, okay, let's compromise and say it's seven and a half feet. Well, we know it's not seven and a half feet. We don't want to compromise. We either want to be a 10, Oh, we want to be at five, which is the right answer. And they push that. And that that's, he gives examples like that for the AWS culture, the working backwards, the frequently asked questions, documents, and he's always pushing. And that to me is very, very important and fundamental to understanding AWS. >>It's no doubt that Andy Jassy is the best CEO in the business. These days. If you look at him compared to everyone else, he's hands down, more humble as keynote who does three hour keynotes, the way he does with no notes with no, he memorize it all. So he's competitive and he's open. And he's a good leader. I think he's a great CEO. And I think it will be written and then looked back at his story this time in history. The next, I think post COVID Dave is going to be an error. We're going to look back and say the digital transformation was accelerated. Yes, all that good stuff, people process technology. But I think we're gonna look at this time, this year and saying, this was the year that there was before COVID and after COVID and the people who change and modernize will build the winners and not, and the losers will, will be sitting still. So I think it's important. I think that was a great message by him. So great stuff. All right. We gotta leave it there. Dave, the analysis we're going to be back within the power panel. Two sessions from now, stay with us. We've got another great guest coming on next. And then we have a pair of lb talk about the marketplace pricing and how enterprises have CIO is going to be consuming the cloud in their ecosystem. This is the cube. Thanks for watching..